Be A Better Salesman

4- Recognize tangent opportunities

When GE was selling and shipping appliances (as well as medical systems and jet engines) off to clients, it recognized that it would be better off servicing and financing the appliances as well. This shift led to a considerable creation of value. Every day you go to work, similar opportunities present themselves. It is okay to take your eye off the dollar in front of you in order to scope out the million around the corner. But by the same token...

5- Don't underestimate the small deals

A great salesperson will display the same drive and relentlessness for both small and large accounts. After all, you need to excel at every level if you want to play with the big boys. As well, you never know how large small players may grow to be. Hedge yourself by showing an interest in a firm's business at all stages of its growth. That said...

6- Be reasonable

Understand that you should not be spending equal amounts of input on all opportunities. Your goodwill should not waver, but your resources should. If one large deal will generate as much business as, say 20 to 100 small ones, obviously understand that the former is where your focus should be.

7- Develop a hatred for losing

Don't give them a choice. Go all out and make it difficult for the client to turn you down. You have to be aggressive and make an HR person fear that not hiring you would be a huge mistake, just as you should make a hesitant client focus on the potential financial repercussions that may come with not choosing your proposal. Of course, you have to deliver the goods. They say that sometimes the best deal is the one you do not make. Fair enough, but the better ones are those that seem lost, and are somehow salvaged.

8- Walk away

On the flip side, do not cheapen what you have to offer — do not dilute the value. If a client does not want to pay fair market value for something, then walk away. Chances are they will come back; after all, they have to improve their business.

9- Realize that you are helping them

While you should never show this externally, you need to recognize and capitalize on the fact that they need you more than you need them. Being a good salesperson is more about being creative and implementing ideas than it is about closing (though if you are not a good closer, fugedaboudit ). If you have a creative disposition, use it, leverage it, and yes, show it off.

10- Keep things fun

In my humble opinion, playing the necessary role is the most important element of all. Beyond the contracts, beyond the dollars and cents, beyond the titles and sales meetings, make what you do fun. Treat it like a sport, and seek to be the best damn athlete in your sport. Then, and only then, will clients come to you and ask if they can play. And, let us not forget:

11- Know your alphabet

À la Glengarry Glen Ross , You have to "ABC" — Always Be Closing. Although it is a cliché by now, it is still fundamental in all aspects of business. Whether you are looking for work, looking to seal a deal or even pursue a woman, get the job done.

you're priceless

In the end, acronyms are attractive and movies may be glamorous, but in real life, if you want to be known as someone that can see opportunities when others see little, then learn to close deals and add value to your organization. Remember that money does not grow on trees.

If you expect anyone to sign on the dotted line, you have to understand where they come from and recognize what they value, and with the aforementioned 11 tips, you can both walk away winners.